We don't have a defined sales process - each salesperson does their own thing

We have an informal process but it's not documented

We have a documented process but it's not consistently followed

We have a well-documented, consistently followed sales process with regular reviews

We only track final sales numbers without detailed metrics

We track basic metrics but not consistently or systematically

We track key metrics regularly but don't use them for strategic decisions

We have comprehensive KPI dashboards that drive our sales strategy

We struggle to manage both channels effectively

One channel works well but the other needs significant improvement

Both channels work but we haven't optimized the balance between them

We have a data-driven strategy that optimally leverages both channels

We pursue all leads without a clear qualification process

We have basic criteria but they're applied inconsistently

We have a qualification process but it needs refinement

We use a robust lead scoring system that maximizes conversion rates

Follow-ups are ad-hoc and often missed

We try to follow up but lack a systematic approach

We have a CRM but don't use it to its full potential

We have an automated CRM system with consistent engagement tracking

No formal training - team members learn on the job

Occasional training sessions when we remember or have time

Regular training but not tailored to individual needs

Comprehensive, ongoing training program with personalized development plans

Mostly manual processes with spreadsheets and basic tools

We have some tools but they're not well integrated

We have good tools but team adoption is inconsistent

We have an integrated tech stack that's fully adopted by the team

We don't do formal forecasting or it's mostly guesswork

We forecast but accuracy is poor (off by 30%+ regularly)

Our forecasts are somewhat reliable (within 20% accuracy)

We have highly accurate forecasting (within 10% consistently)

We focus mainly on new customer acquisition

We try to retain customers but lack a systematic approach

We have retention strategies but they're not consistently executed

We have a comprehensive customer success program driving high retention

High turnover and low morale are ongoing challenges

Team is somewhat engaged but motivation fluctuates significantly

Team is generally motivated but we lack systematic engagement initiatives

High engagement with structured motivation programs and clear career paths